When a Client Says, “My Accountant Already Does That
How to respond with curiosity, build on trust and position your advisory services alongside the accountant.
If you’re a bookkeeper starting to offer advisory services, there’s one objection you’re almost guaranteed to hear: “My accountant already does that.”
It’s a reasonable response, but it can leave you wondering what to say next. You might feel tempted to justify your services or explain what you can do that the accountant can’t. The problem is that this can turn a useful conversation into a competition.
The opportunity isn’t to prove you’re better than the accountant. It’s to help your client understand how your support could complement what they already receive.
Don’t Fall Into the Comparison Trap
You may have heard the line, “Your accountant looks backwards, while I help you look forwards.” Or perhaps, “Your accountant only sees you once a year.” Those statements might describe some situations, but they’re not always true.
Many accountants offer excellent forecasting, budgeting, cash flow planning and strategic advice. Suggesting otherwise can undermine your credibility and damage a valuable professional relationship. Instead, position yourself as another member of the client’s financial support team.
Your role isn’t to replace the accountant or duplicate an existing service. It’s to understand whether your ongoing involvement in the bookkeeping creates an opportunity to add value. That distinction matters, particularly if you want accountants to become referral partners rather than competitors.
Get Curious Before You Start Explaining
When a client says their accountant already provides this support, resist the urge to launch into your explanation. Start with a question: “That’s great. Can I ask what sort of support your accountant provides?” You could also ask, “How often do you sit down together to discuss how the business is performing?”
You might discover they meet once a year about tax, talk at BAS time, or call their accountant when they have a question. Alternatively, they may already receive regular reports, forecasting and strategic guidance. These are very different situations, and your response should reflect that.
If they already have the support they need, there may be no reason to offer something similar. But if there’s a gap between periodic accounting advice and regular conversations about performance, that’s where you may be able to help.
You can’t identify where you add value until you understand what support is already in place.
Help the Client See How Your Role Fits
Once you understand the existing relationship, explain your role without diminishing the accountant. If the client mainly meets their accountant at tax time, you might say:
“That’s fantastic. Your accountant plays an important role, particularly around tax and compliance. What I’m talking about is reviewing how your business is performing throughout the year, so you can make decisions as things happen rather than waiting until year-end.”
If they already receive some advice but don’t have regular conversations about performance, you could focus on consistency:
“Many accountants provide excellent strategic and tax advice. Because I’m already working with your bookkeeping each month, I can help you spot trends, understand what’s changing and keep those conversations going throughout the year.”
Neither response says the accountant isn’t doing their job. You’re simply showing the client what additional support might look like. The aim is to identify a genuine need, not create one.
Remember the 3 A’s: Acknowledge, Ask and Add.
Acknowledge: Recognise the support they already receive. A simple “That’s great” is enough; there’s no need to argue or defend your services.
Ask: Find out what that support looks like, how often they meet and whether the client would welcome more regular guidance.
Add: Explain how your service could complement what’s already in place, focusing on the value to the client rather than comparing professionals.
After explaining, bring the conversation back to the client: “Would it be helpful to have someone helping you understand these numbers throughout the year, alongside the advice you’re already receiving from your accountant?” Then listen to the answer.
Build on Trust and Work as a Team
One of your greatest advantages is the trust you’ve already built. Clients rely on you to keep their records accurate and help them stay on top of their obligations. Advisory can be a natural next step when you have the skills and processes to deliver it well.
You might say, “You already trust me with your bookkeeping and financial information. I’m suggesting we take that relationship a step further by talking about what the numbers are telling us and any opportunities or potential issues we can see.”
I particularly like making the team approach explicit: “I see this as working alongside your accountant, not replacing them. I can help you monitor what’s happening throughout the year, and we can involve your accountant when bigger strategic or tax decisions come up.”
When someone says, “My accountant already does that,” it doesn’t necessarily mean no. They may simply be unsure how your offer fits. Sometimes you’ll discover a real opportunity; other times, the client already has everything they need, and that’s fine too.
Great advisory isn’t about replacing people your client trusts. It’s about adding value to the team supporting their business.
Ready to have more confident advisory conversations?
Learn how to turn everyday bookkeeping relationships into valuable conversations that help clients understand their numbers and make informed decisions. Explore the Bookkeepers HQ advisory training and resources.
Explore Advisory Resources: https://bookkeepershq.com.au/free-resources
Katrina Aarsman is a Profit Coach and Bookkeeping Business Mentor who helps bookkeepers move beyond compliance and confidently develop valuable advisory services for their clients.
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